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How Terrapinn used Saleswhale to add thousands of qualified leads to their pipeline in one year

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    65-70%

    Average Email Open Rate

    1,103

    Qualified Leads in a Year

65-70%

Average Email Open Rate

1,103

Qualified Leads in a Year

Company

Terrapinn is a global events company. Their events cover a wide range of industries, from education to telecoms to finance. They aim to promote innovation and technology that transform businesses.

www.terrapinn.com

Industry

Events

Headquarters

Singapore

The Customer

Terrapinn is a global events company.


Their events cover a wide range of industries, from education to telecoms to finance. Through events, Terrapinn aims to promote innovation and technology that transform businesses.

 

The Challenge

AI sales assistants now a mainstay in lead qualification

Sharon’s challenge was one that many marketing and revenue leaders are familiar with. How to ensure that marketing- generated leads get sufficient follow ups, until they are ready for sales conversations? She recounted,

“My sales team would tell me that they’ve reached out to the leads. Yes, but how many times have they reached out? In our industry, closing good sized deals (from S$5,000 to S$100,000) requires getting prospects on the phone or meeting with them. It’s not enough to send emails.”

Sharon and her colleagues considered setting up an inside sales team. This team would reach out to leads, follow up regularly, and hand over the qualified leads to sales. But they never got round to it. Then, in April 2019, Sharon chanced upon Saleswhale in the tech news. She recalled,

 

"I saw Saleswhale’s Series A funding announcement. At first, I thought Saleswhale would be an interesting addition to one of our events.

Then I visited the Saleswhale website and realized that Saleswhale’s AI sales assistant could be the inside sales team that we wanted. I got on a call with Saleswhale within a day, and things happened fast after that."

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Saleswhale helps to shortcut the sales process. One of my salespeople is a huge advocate. She knows that if she builds a list of contacts, the AI sales assistant will reach them all and find the hot leads. It’s good for prospecting.I’d also recommend it for B2B marketing people. Especially those who want to find qualified prospects among their top-of-funnel leads.

Sharon Roessen Managing Director, Terrapinn Asia

The Solution

Use a bot to engage leads in two-way conversations at scale, qualify them, and identify hot leads

One day, General Assembly received a cold email pitch from Saleswhale. Intrigued, they requested a product demonstration and was impressed by the bot’s ability to engage multiple leads in ongoing conversations. General Assembly’s APAC team signed on with Saleswhale in September 2017.

First, Saleswhale set up a bot that would reach out to every attendee. Saleswhale then set up conversation workflows that covered how the bot would respond to commonly asked questions.

For instance, if someone expressed interest in a course, the bot would send more course information over. If someone had pricing concerns, the bot would provide some basic guidance.

Finally, General Assembly team uploaded the names and contact details of all attendees into the Saleswhale bot system.

The magic of running a bot was that it could engage with thousands of people at the same time and qualify them based on their intent to buy. For those who needed more time to decide, the bot would touch base with them at a later date. When someone confirms their interest in signing up, the bot would route them to the admissions team to complete the sale.
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The Results

1,103 qualified leads in a year

Sharon is thrilled with the results she’s gotten from Saleswhale. For one thing, her AI sales assistant gets about 65 to 70% open rates. That’s higher than emails sent by Eloqua, the marketing automation that Terrapinn uses.

More importantly, Terrapinn managed to get more meetings with interested prospects after deploying an AI sales assistant. Altogether, Terrapinn’s AI sales assistant added 1,103 qualified leads to the company’s pipeline in 2019.

For one event that Terrapinn ran in the Philippines, the AI sales assistant sent exhibition invitations to about 500 people in various companies worldwide. There was a 66% email open rate and by the end of the campaign, 18 qualified leads met with Terrapin’s sales team.

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